Video Audio icon An illustration of an audio speaker. Audio Software icon An illustration of a 3. Software Images icon An illustration of two photographs. Images Donate icon An illustration of a heart shape Donate Ellipses icon An illustration of text ellipses. Mastering the complex sale [electronic resource] : how to compete and win when the stakes are high! Item Preview. EMBED for wordpress.
Want more? Advanced embedding details, examples, and help! Top three challenges of selling in a complex Era 3 market. Achieving Predictable and Profitable Organic Growth. Selling Gets Complex with Jeff Thull. Watch the video Jeff Thull Debates Needs vs. Login Register. Search form. Consulting Services Are your customers commoditizing your high-value solutions?
Is it increasingly difficult to forecast results? It is through them that the seller will use the appropriate tools aiming at the particularity of each client. Choose the right people in the sales process;. Ask the correct questions to diagnose the problem in question; and. Establish the appropriate sequence to re solve the predetermined dilemma. The system is based on the business develo pment diagnosis, called the Primer Process or main process.
This diagnosis is an effective tool that helps to identify customers, in addition to profitability for the business. The Primer Process is separated in some phases, which we will talk about in the next overviews. Author Jeff Thull explains that the first phase is known as the discovery phase. It is there that customers who have the biggest problems and are most open to solving them are found.
Here, then, is the need to personalize engagement strategies. This is because customers need to be treated in a unique, special way. You must draw a critical analysis of the customer's profile to apply the ideal approach. Concomitantly, you need to cl early know the importance of self-knowledge. Be fore understanding or starting the search for the ideal customer, it is necessary to understand yourself and the market in which you are inserted.
After that, create a personal business development plan. This plan must be linked to the corporate strategy. D iagnosis establishes credibility in the eyes of customers and can put you ahead of the competition.
It is also important to understand that there is no point in making a diagnosis of the problem. It deceives anyone who thinks that the gathering of information for a perfect diagnosis comes from the seller. According to the author Jeff Thull, it is the customer who raises the questions and doubts, and the seller, in turn, outlines strategies to clear up doubts and map the information collection process.
The conventional seller walks around his product. The complex is focused on the customer. He seeks the best answer to the problem, even if that answer comes from the competitor. For the author Jeff Thull, this is where the secret is, as the seller moves from a marketing relationship to a true customer partner. Adding value to who you are selling, considerably increases the chances of selling your product. The design stage has the main function of minimizing possible customer changes.
This phase then acts in partnership with the diagnosis phase. It is important to be aware of the reliability that the customer places on the services so that there is no avoidable frustration. An important difference between conventional and complex sales is the idea of financing. The Primer Process supports the seller so that he does not need to use any type of skill as in conventional sales.
In addition, it greatly increases the chances of selling. At the end of this stage, the customer has already identified the problem, foun d the solutions, they have a relationship of trust and partnership with the seller. Now, the negotiation goes up to the level of delivery. This phase focuses on two objectives:. Successfully complete sales ;. Build an after-sales relationship between the seller, the organization, and the customer.
In the process of formalizing the sale, the proposal is the first thing to be delivered. This can be explained as if it were the final step, the result of all the discussions made, and all the arguments constructed in the customer-seller relationship. At this point, it is important for the seller to understand that creating new arguments and information is not advised.
This is the closing phase of the agreement. After the agreement, it is extremely important that you bond with the customer.
0コメント